The Gap Between Getting Licensed and Succeeding in Real Estate

The Gap Between Getting Licensed and Succeeding in Real Estate

Real estate has no shortage of licensed agents. But according to Steve Brobeck, that might be part of the problem. When there are nearly two million licensed agents competing for a limited number of annual transactions, it becomes impossible for many people in the industry to build a full-time, sustainable business. The result is an industry with too many part-time, underprepared, or inexperienced agents trying to guide consumers through one of the biggest financial decisions of their lives. That does not serve buyers. It does not serve sellers. And it does not serve the real estate professionals who are committed to doing this work at a high level. In this Best Of episode, we revisit a powerful segment from our conversation with Steve Brobeck, Senior Fellow at the Consumer Federation of America. He shares why the oversupply of agents is a real concern, why licensing standards may not be enough to prepare new agents for the realities of the job, and why mentorship could play a much bigger role in strengthening the profession. Steve also explains why this issue is not about keeping people out of real estate. It is about making sure that the people who enter the industry are prepared, committed, and supported enough to serve consumers well. You'll learn: * Why an oversupply of agents can weaken the industry * Why passing the licensing exam is not the same as being prepared to practice * How mentorship can help new agents build real-world competence * Why broker accountability matters in agent development * How stronger preparation protects consumers and elevates the profession Guest Bio Steve Brobeck is a Senior Fellow of the Consumer Federation of America. After serving as executive director of CFA from 1980 to mid-2018, he now continues research and advocacy on issues including personal savings, auto insurance, burial services, and residential real estate brokerage. From 1976 to 1979, Brobeck was a CFA board member and vice president. He has served on many advisory committees and boards, including from 1990 to 1996, the Board of Directors of the Federal Reserve Bank of Richmond. To learn more, visit https://consumerfed.org/ [https://consumerfed.org/]. Resources Check out https://nevadarealtors.org/ [https://nevadarealtors.org/] and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you! About Your Hosts Tiffany Banks is the CEO and former general counsel of Nevada REALTORS®. Her leadership is defined by a strategic approach to real estate advocacy and a commitment to community enrichment. With over a decade of legal experience, Tiffany guides the organization's direction with a keen focus on strategic consulting, complex legal analyses, and new business development. Nevada REALTORS® has successfully navigated legislative sessions, forging strong relationships with stakeholders and enhancing the community presence through impactful projects. Tiffany's role encompasses not just operational management but also driving growth and fostering a culture of excellence within the team and the broader real estate community. Sarah Scattini is the 2026 President of Nevada REALTORS® and a seasoned real estate professional based in Northern Nevada. Her leadership is defined by deep local roots, decades of experience guiding buyers and sellers, and a commitment to advancing homeownership access and industry excellence throughout the state. Born and raised in Reno and a graduate of the University of Nevada, Reno, Sarah has worked in the real estate industry for over two decades, serving first-time homebuyers, relocating families, investors, and seasoned market participants with integrity and expertise. As President of Nevada REALTORS®, Sarah champions advocacy for balanced housing policy, increased market access, and professional development for nearly 20,000 members statewide. Under her leadership, the association is focused on supporting sustainable growth, strengthening community trust, and equipping practitioners with the tools, data, and training they need to succeed in a rapidly-evolving market. Sarah also brings firsthand market experience from her work with RE/MAX Prime Properties, where her long career in residential real estate has been marked by thoughtful service, deep local knowledge, and a reputation for listening closely to clients' needs.

NAR CEO on the Value of the REALTOR®

The National Association of REALTORS® is in a season of significant change. In a post-settlement industry, the needs of REALTORS®, brokerages, associations, MLSs, and consumers are shifting quickly. The market is no longer static, and the organizations that support real estate professionals can't afford to stay static either. For NAR CEO Nykia Wright, the future of the association starts with a clear question: how does NAR continue to add value in a real estate industry that is actively rethinking its strategies? That answer is not as simple as listing benefits, discounts, programs, or resources. A list of benefits does not always communicate a strong value proposition. The real value is in how those pieces work together: advocacy, research, education, events, communications, partnerships, state and local relationships, and consumer education. Nykia describes this as "the house." The value does not live in one room. It lives in the full structure. In this Best Of episode, we revisit a powerful segment from our conversation with NAR CEO Nykia Wright. She shares her vision for the future of the association, why NAR must evolve with the market, how state and local partnerships fit into the national strategy, and why the ultimate goal is helping REALTORS® get to their next successful transaction. You'll learn: * Why NAR has to evolve with the real estate industry * How national, state, and local associations can work together more effectively * Why the value of NAR is bigger than a list of member benefits * How advocacy, research, education, communications, and partnerships work together * Why consumer education helps REALTORS® have stronger client conversations Resources Check out https://nevadarealtors.org/ [https://nevadarealtors.org/] and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you! About Your Hosts Tiffany Banks is the CEO and former general counsel of Nevada REALTORS®. Her leadership is defined by a strategic approach to real estate advocacy and a commitment to community enrichment. With over a decade of legal experience, Tiffany guides the organization's direction with a keen focus on strategic consulting, complex legal analyses, and new business development. Nevada REALTORS® has successfully navigated legislative sessions, forging strong relationships with stakeholders and enhancing the community presence through impactful projects. Tiffany's role encompasses not just operational management but also driving growth and fostering a culture of excellence within the team and the broader real estate community. Sarah Scattini is the 2026 President of Nevada REALTORS® and a seasoned real estate professional based in Northern Nevada. Her leadership is defined by deep local roots, decades of experience guiding buyers and sellers, and a commitment to advancing homeownership access and industry excellence throughout the state. Born and raised in Reno and a graduate of the University of Nevada, Reno, Sarah has worked in the real estate industry for over two decades, serving first-time homebuyers, relocating families, investors, and seasoned market participants with integrity and expertise. As President of Nevada REALTORS®, Sarah champions advocacy for balanced housing policy, increased market access, and professional development for nearly 20,000 members statewide. Under her leadership, the association is focused on supporting sustainable growth, strengthening community trust, and equipping practitioners with the tools, data, and training they need to succeed in a rapidly-evolving market. Sarah also brings firsthand market experience from her work with RE/MAX Prime Properties, where her long career in residential real estate has been marked by thoughtful service, deep local knowledge, and a reputation for listening closely to clients' needs.

What Smart Agents Do When the Market Slows Down

A slower market has a way of revealing what was easy to miss when things were moving quickly. When buyers are eager, sellers are confident, rates are low, and transactions are happening with less resistance, momentum can make almost any business feel stronger than it is. But when the market shifts, the fundamentals become harder to ignore. Agents have to be more intentional about where their business comes from, how they stay in front of people, how they communicate their value, and how well they can guide clients through decisions that feel more complicated than they used to. The agents who use this kind of market well are not simply waiting for rates to drop or for buyers and sellers to become more confident. They are using the moment to get sharper. They are strengthening relationships, improving their systems, paying closer attention to their business model, and building the skills that matter most when clients need more guidance. In this episode, we revisit three conversations that all point to the same idea: when the market slows, serious agents have an opportunity to stand out. You'll hear from; * President and CEO of T3 Sixty, Jack Miller: Why slow markets are career-making moments for real estate agents * Speaker and Chief Growth Officer at Arrow Capital, Trey Salinas: The agents who are best positioned for long-term success * President of RE/MAX, Amy Lessinger: The practical skills agents need in a changing market Resources Check out https://nevadarealtors.org/ [https://nevadarealtors.org/] and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you! About Your Hosts Tiffany Banks is the CEO and former general counsel of Nevada REALTORS®. Her leadership is defined by a strategic approach to real estate advocacy and a commitment to community enrichment. With over a decade of legal experience, Tiffany guides the organization's direction with a keen focus on strategic consulting, complex legal analyses, and new business development. Nevada REALTORS® has successfully navigated legislative sessions, forging strong relationships with stakeholders and enhancing the community presence through impactful projects. Tiffany's role encompasses not just operational management but also driving growth and fostering a culture of excellence within the team and the broader real estate community. Sarah Scattini is the 2026 President of Nevada REALTORS® and a seasoned real estate professional based in Northern Nevada. Her leadership is defined by deep local roots, decades of experience guiding buyers and sellers, and a commitment to advancing homeownership access and industry excellence throughout the state. Born and raised in Reno and a graduate of the University of Nevada, Reno, Sarah has worked in the real estate industry for over two decades, serving first-time homebuyers, relocating families, investors, and seasoned market participants with integrity and expertise. As President of Nevada REALTORS®, Sarah champions advocacy for balanced housing policy, increased market access, and professional development for nearly 20,000 members statewide. Under her leadership, the association is focused on supporting sustainable growth, strengthening community trust, and equipping practitioners with the tools, data, and training they need to succeed in a rapidly-evolving market. Sarah also brings firsthand market experience from her work with RE/MAX Prime Properties, where her long career in residential real estate has been marked by thoughtful service, deep local knowledge, and a reputation for listening closely to clients' needs.

The Advocacy Work REALTORS® Don't See (and Why It Matters Right Now) w/ Shannon McGahn

Housing affordability has become one of the defining issues in real estate. Inventory is tight. Interest rates are still shaping buyer and seller decisions. Insurance costs are rising in many markets. First-time buyers are struggling to get in, and even people who already own homes are feeling the pressure of higher costs, limited options, and uncertainty about what comes next. For REALTORS®, this is not just a market problem. It affects clients, communities, transactions, property values, and the long-term strength of homeownership itself. That is why advocacy matters. A lot of what shapes the real estate industry does not happen at the closing table. It happens in policy conversations, tax proposals, housing bills, regulatory decisions, and political debates that can either protect homeownership or make it harder for people to buy, sell, invest, and build wealth through real estate. And sometimes, the biggest advocacy wins are not the laws that pass. They are the harmful ideas that never become law in the first place. From protecting 1031 like-kind exchanges to fighting harmful tax proposals, supporting housing supply, defending private property rights, and keeping real estate issues in front of lawmakers, advocacy plays a much bigger role in the industry than many people realize. In this episode, we're joined by Shannon McGann, Executive Vice President and Chief Advocacy Officer for the National Association of REALTORS®. She shares what NAR is focused on at the federal level, why housing affordability is now a national policy priority, how REALTOR® advocacy works behind the scenes, and why member participation through RPAC matters when the industry needs a voice in Washington. Things You'll Learn In This Episode Housing affordability is now a national policy priority Affordability is no longer just a local market concern. It is showing up in voter polling, political conversations, and federal policy debates. What is driving the affordability crisis, and what solutions are being discussed at the national level? Advocacy protects REALTORS® and property owners Some advocacy wins are visible, but others happen when bad policies are stopped before they become law. How does NAR work to protect private property rights, real estate investment, and homeownership? RPAC and REALTOR® participation matter Real estate policy is shaped by the people who show up, build relationships, and make sure lawmakers understand the industry. Why does member participation matter when REALTORS® need to be heard at every level of government? Guest Bio Shannon McGahn is the Executive Vice President and Chief Advocacy Officer for the National Association of REALTORS®, which represents members involved in all aspects of residential and commercial real estate. McGahn is responsible for managing NAR's Federal Legislative and Political Affairs and Political Representative teams. She provides strategic advice on public policy issues impacting NAR and helps direct its Independent Expenditure and Public Advocacy programs. Before joining America's largest trade association, McGahn served as the staff director for the House Financial Services Committee and, before that, as a counselor to the United States Treasury Secretary. She also held communications roles for three members of House Leadership during her nearly 20-year Capitol Hill career. In addition, McGahn served as Vice President for a D.C.-based public affairs firm and held the same position for a consulting firm focused on grassroots communication in major national media markets. The first woman to hold the Chief Advocacy and formerly Senior Vice President of Government Affairs positions in NAR's 110-year history, McGahn brings with her nearly two decades of experience working with or for the legislative and executive branches of the U.S. government. As she continues her career at NAR, she is focused on working on behalf of America's 1.5 million REALTORS® to promote and protect property ownership for people across the United States. Visit advocacyimpact.realtor [https://www.nar.realtor/advocacy/advocacy-impact/] to see how REALTOR® advocacy is protecting homeownership, private property rights, and the real estate industry. Visit flyin.realtor [https://www.nar.realtor/advocacy/federal-advocacy/nar-legislative-priorities/] to see the key REALTOR® advocacy talking points being shared with lawmakers on Capitol Hill. Resources Check out https://nevadarealtors.org/ [https://nevadarealtors.org/] and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you! About Your Hosts Tiffany Banks is the CEO and former general counsel of Nevada REALTORS®. Her leadership is defined by a strategic approach to real estate advocacy and a commitment to community enrichment. With over a decade of legal experience, Tiffany guides the organization's direction with a keen focus on strategic consulting, complex legal analyses, and new business development. Nevada REALTORS® has successfully navigated legislative sessions, forging strong relationships with stakeholders and enhancing the community presence through impactful projects. Tiffany's role encompasses not just operational management but also driving growth and fostering a culture of excellence within the team and the broader real estate community. Sarah Scattini is the 2026 President of Nevada REALTORS® and a seasoned real estate professional based in Northern Nevada. Her leadership is defined by deep local roots, decades of experience guiding buyers and sellers, and a commitment to advancing homeownership access and industry excellence throughout the state. Born and raised in Reno and a graduate of the University of Nevada, Reno, Sarah has worked in the real estate industry for over two decades, serving first-time homebuyers, relocating families, investors, and seasoned market participants with integrity and expertise. As President of Nevada REALTORS®, Sarah champions advocacy for balanced housing policy, increased market access, and professional development for nearly 20,000 members statewide. Under her leadership, the association is focused on supporting sustainable growth, strengthening community trust, and equipping practitioners with the tools, data, and training they need to succeed in a rapidly-evolving market. Sarah also brings firsthand market experience from her work with RE/MAX Prime Properties, where her long career in residential real estate has been marked by thoughtful service, deep local knowledge, and a reputation for listening closely to clients' needs.

How to Use Storytelling to Stand Out in Real Estate

Every real estate agent believes they provide value. They'll point to the homes they show, the searches they set up, the offers they write, the negotiations they handle, and the work they do to get clients across the finish line. But Tommy Choi makes a sharper point: those things might be necessary, but they aren't what make you memorable. They're part of the transaction; they're what clients already expect. And in a market where consumers have more options, more information, and more technology at their fingertips, simply saying "I work hard" or "I provide great service" isn't enough to stand out. So what does make an agent different? According to Tommy, it's story. Your lived experiences, perspective, journey, and the way you communicate what you've learned are what make your value harder to copy. A story can do what a list of services can't. It can make people remember you, trust you, and understand why your guidance matters. In this episode, we revisit a powerful segment from our conversation with co-founder and owner of Weinberg Choi Residential, Tommy Choi. He shares why storytelling is one of the strongest ways to convey value, how agents can use personal stories to stand out in listing appointments and consultations, and why content creation is really just practice for becoming more visible, more memorable, and more trusted. You'll learn; * Why basic transaction tasks aren't your value * How stories make agents memorable * How to start creating content that actually connects Resources Check out https://nevadarealtors.org/ [https://nevadarealtors.org/] and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you! About Your Hosts Tiffany Banks is the CEO and former general counsel of Nevada REALTORS®. Her leadership is defined by a strategic approach to real estate advocacy and a commitment to community enrichment. With over a decade of legal experience, Tiffany guides the organization's direction with a keen focus on strategic consulting, complex legal analyses, and new business development. Nevada REALTORS® has successfully navigated legislative sessions, forging strong relationships with stakeholders and enhancing the community presence through impactful projects. Tiffany's role encompasses not just operational management but also driving growth and fostering a culture of excellence within the team and the broader real estate community. Sarah Scattini is the 2026 President of Nevada REALTORS® and a seasoned real estate professional based in Northern Nevada. Her leadership is defined by deep local roots, decades of experience guiding buyers and sellers, and a commitment to advancing homeownership access and industry excellence throughout the state. Born and raised in Reno and a graduate of the University of Nevada, Reno, Sarah has worked in the real estate industry for over two decades, serving first-time homebuyers, relocating families, investors, and seasoned market participants with integrity and expertise. As President of Nevada REALTORS®, Sarah champions advocacy for balanced housing policy, increased market access, and professional development for nearly 20,000 members statewide. Under her leadership, the association is focused on supporting sustainable growth, strengthening community trust, and equipping practitioners with the tools, data, and training they need to succeed in a rapidly-evolving market. Sarah also brings firsthand market experience from her work with RE/MAX Prime Properties, where her long career in residential real estate has been marked by thoughtful service, deep local knowledge, and a reputation for listening closely to clients' needs.